Revenue Cycle Management Solutions

Situation and Challenge

  • Company management faced lagging growth and believed external pressures and internal inefficiencies were contributors to the poor performance
  • The CEO asked Blue Ridge Partners to identify opportunities to grow profitable revenue within a key business unit

Approach

  • Utilized the 100 Behaviors of High Performing Revenue Engines™ diagnostic to identify specific areas of weakness
  • Highlighted four focus areas: pricing, cross-selling, sales force effectiveness, and customer attrition where improvements would boost growth
  • Mapped transaction prices against volume sales for various product combinations to identify shortfalls in pricing discipline
  • Deployed teams of pricing and product experts to engage critical customers prior to contract expiration and defend against price erosion or volume attrition
  • Created logical, profitable solution bundles and defined cross-product/cross-business unit value propositions to aid in cross-selling
  • Realigned sales force resources and incentives to encourage the sale of a key product into untapped large and middle market accounts
  • Formalized sales processes and improved training, tools and collateral materials to increase sales force productivity
  • Eliminated gaps in communication between the sales and operations/IT teams that resulted in the setting of unrealistic customer expectations and eventual cancellation of sold business

Impact:

  • Implementing the recommendations yielded an additional $40 million in revenue over the following 2 years

 

Transaction Pricing Discount Analysis

Map of Communication Breakdowns

See More Case Studies: